How do you “listen?”
What do you say when someone asks you, “What do you do?
Let’s set the scene.
You are out at a social function with a buddy that wants to introduce you to a potential client. This potential client is big and your buddy tells you, “Don’t blow this one.” Your buddy introduces you to the potential client; you shake hands and exchange greetings. You’re asked, “What kind of work do you do?”
Stop.
Freeze the room.
Pan out the camera.
Now, here, look at yourself.
How you say it is Important Too
What are you going to say?
How are you going to say it?
We call this your “elevator speech” and it can make or break you. Depending on what and how you say your speech will dictate how the client will respond to you.
It doesn’t matter if you respond with too much information about yourself or too little, if you present the words in the wrong light, you might as well put your foot in your mouth now.
Trust me on this! No really.
Keep It Short and Listen to Make the Connection
For me, I like it when someone will listen to me. I am not being selfish; I am being real. I am not alone in this – Most people want you to listen to them and they want you to help them their way.
The answer is to keep it short and listen to your client.
Listen to their problems; listen to what they want; listen to how they want it done. When they finish, offer them the solution that fits their needs.
Listening is key.
I believe we should connect more on a human level to give great service.
Chris Brogan is famous for connecting business on a human level. He talks, tweets and writes about this all the time.
It is human business.
We need to get back to being human before we think about the sale.
Now zoom back to that conversation. The client has a smile on his face; hands you his card and asks you to call him tomorrow
You have chosen wisely.
You have chosen to be human.
Photo credit: CarbonNYC
Related posts:
